Summary of SPIN Selling by Neil Rackham:Situation, Problem, Implication, Need-Payoff   - A Comprehensive Summary #826514

SPIN Selling 

SPIN Selling, a seminal work by Neil Rackham published in 1988, revolutionizes sales tactics through its empirical foundation. 

Rackham's research, based on over 35,000 sales transactions spanning a decade, highlights the strategies employed by successful sales professionals in larger sales settings.
 
Rackham's exploration into the subject was sparked by a significant sales decline at a major corporation, prompting him to investigate more effective approaches to larger sales. 

Traditional sales methods, while effective for smaller transactions, proved inadequate for major sales, where building enduring client relationships is paramount.